http://www.salesresources.com/ SalesResources.com is a free sales training portal. http://www.salesresources.com/images/saleslogo.gif http://www.salesresources.com brian@salesresources.com en-us http://www.salesresources.com/articles/article.cfm?ID=1560 http://www.salesresources.com/articles/article.cfm?ID=1560 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1287 http://www.salesresources.com/articles/article.cfm?ID=1287 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=359 http://www.salesresources.com/articles/article.cfm?ID=359 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1228 Paraphrase Your Customers Words The customer is only sure that you have been listening when you paraphrase what the prospect has said and feed it back in your own words. This is where the rubber meets the road in effective listening. This is where you demonstrate in no uncertain terms to the prospect that your listening has been real and sincere. This is where you show the prospect that you were paying complete attention to what he or she was saying. Paraphrasing is how you prove it. Question for Clarification When the prospect has finished explaining his or her situation to you, and you have paused, and then questioned for clarification, you paraphrase the prospects primary thoughts and concerns, and feed them back to him or her in your own words. Use the Right Words For example, you might say, "Let me make sure I understand exactly what you are saying. It sounds to me like you are concerned about two things more than anything else, and that in the past ]]> http://www.salesresources.com/articles/article.cfm?ID=1228 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1061 http://www.salesresources.com/articles/article.cfm?ID=1061 Sat, 31 Jul 2010 06:25:01 CST